Do Business Better Podcast: Recent Episodes
Damian Mason
This podcast is for you: the entrepreneur, business owner, solopreneur, self employed striver, or business person who wants to do it better. By better I mean more profitably, more happily, and for as many years as you choose. That’s what doing business better is about. I quit my Fortune 500 job in 1994 to pursue a life and business of my choice. All these years later I’m still driven by my original “why” that made me an entrepreneur: to be more creative and rewarded financially for my accomplishments.
Dave Swain worked in corporate Agriculture his entire career until he jumped ship and started his own business (in his mid 50’s no less!). His company, Vision Technology Management, was born from his vision to help companies better utilize technology for which they had already invested. Face it, we all feel the pressure to innovate with new tech but sometimes we find implementation or full utilization so daunting, we revert back to what we know. This leaves a lot of under-utilized tech with a very bad ROI. Dave shares his entrepreneurial journey while discussing the business side of technology utilization.
Sadly, most Americans are terrible managers of their personal and/or professional finances. Even business owners and those who pilot their own business endeavor often struggle with money management. Michael Finley, financial author and the Crazy Man in the Pink Wig, dispenses advice for living a life of your choosing by first taking charge of your money.
Matt Roeder is an Iowa farm kid who’s employed as an Agricultural engineer for a plastics manufacturing company. A few years ago, after seeing a shortcoming on his corn planter (he still farms on the side), he designed a new and improved closing wheel. But this product design doesn’t belong to his employer, it’s his. Matt explains the inspiration for the product, how he brings it to market, and the delicate and mutually beneficial relationship he has with his employer — they build his designs and support his side hustle all while he retains his day job. We also discuss patent problems and assess the 5 entrepreneurial personalities. This is an excellent discussion for those looking to create or expand a side hustle.
My friend Brad Klopfenstein and I have shared a love of beer drinking and beer history for more than 3 decades. Now Mr. Klopfenstein is turning his love into a side hustle. A novice Indiana historian, Brad was poking around the internet researching old Indiana beers as sort of a “where are they now?” endeavor. That’s when he discovered Alps Brau — a former Fort Wayne, IN based beer brand — was available for the taking. Brad acquired the rights to the brand and in February 2023, will release the first batch of Alps Brau since 1978! Brad explains the path to his new endeavor, business lessons learned, and how he hopes to capitalize on the appeal of nostalgia.
Inflation has been on a tear since 2020’s globally disrupted marketplace upset the economics of everything from exercise bikes to used cars. With double digit price increases way more common than they should be, are you charging enough for your goods or services? Probably not. In this episode I outline why you should increase your rates. The benefit for doing so: better pay and better customers. Of course, there are downsides, such as losing customers. However, losing customers isn’t always a bad thing, because — like the old showbiz saying goes, “The cheaper the gig, the worse the client.” Listen to this!
The words “business development” get tossed around frequently and there are plenty of people whose titles include “business development,’’ but what exactly is it? Seth Schachner founder of StratAmericas joins me to define and expand on all things that are business development. Seth explains the importance of partnerships and audience building. Today’s business development activities are different today than a few decades ago in light of the technologies employed. Regardless, one thing hasn’t changed over the years: Without business development, you have no business!
Influencer marketing, social media, traditional media, newsletters…the marketplace is crowded with marketing. And…most of it sucks because it’s not marketing to client and customer needs, rather it’s about the company. David Saltzman of The Saltzman Group explains StoryBrand marketing, what most businesses get wrong, and how to make prospective clients become customers.
August 1, 1994 I resigned my corporate post to start in business for myself. Over the years there has been a great deal of evolution and learning. Here are 28 takeaways you can apply to your own enterprise to create a life and business by choice. Please let me know which of these resonates with or most helps you!
Paul Gambill is an engineer-educated Millennial who saw capitalism as the solution to green house gas removal. In 2017 he and six other people founded Nori — A carbon removal marketplace. Paul shares his entrepreneurial journey and a pile of lessons. Among them: why you shouldn’t have 7 company founders, the need to read, understanding the CEO’s most important job, how to raise money from venture capitalists, and the power of vision — something he says most people lack. Tune in to this fast-paced discussion and get inspired!
Brad Kent’s first entrepreneurial endeavor was in food sales — he carried oranges off the family’s backyard tree to peddle them outside the neighborhood grocery store. Brad was just 7 years old at the time but he promptly got ran off by the store manager. Brad joins me to discuss his various business endeavors — mostly pizza-related— including his latest project: Bagel & Slice. Bagel & Slice aims to sell high quality, expensive food inexpensively. Brad’s time re-engineering military rations taught him the value of creating a feeling with food. He aims to do that now with his restaurant concept aspiring to make people feel good after eating food that’s good for the environment.
Freight came screeching to a halt two years ago amid global shutdowns. Then things opened up and now "supply chain issues" became the reason for every business challenge on the planet. Seems now would be a good time to be in the shipping business, given that the price to transport goods is through the roof. Right? Well, maybe. Brad McDonald, my high school classmate and owner of FreightCo explains what it’s been like managing through a chaotic transportation marketplace. He explains pricing fluctuation, employee challenges, lessons learned last year, and the value of relationships. Brad also shares this gem of biz truth: Expenses don’t dictate price, the market dictates price.
Two years ago all hell broke loose. Small businesses were forced to close, workers stayed home by order, and many businesses suffered. What have we learned? Will this happen again with more regularity? If so, how can you and your business survive or even thrive? In this episode we discuss what’s transpired over the last 24 months and provide 8 takeaways to improve your business.
Sometimes the customer needs something and they’re not sure exactly how to go about fixing their problem. Other times, in fact oftentimes, the customer does know what their pain point is, proclaims to be perplexed by said pain point, and yet does nothing to address this issue. Welcome to dealing with people. They’re emotional after all. In this episode we discuss how to get to the actual pain point your prospect / customer is dealing with while still getting the deal done.
At some point in life and business, you’ve achieved a modicum of success then you ask yourself, “what’s next?” Bruce Turkel, former ad agency owner, businessman, speaker, and author found himself asking that question, which is why he penned the book Is That All There Is? If you’ve wondered about your next adventure, pondered your next business endeavor, or sought motivation in mid life, this interview will speak to you.
I recently spoke to a small business group and delivered what I believe are ten tenets of success in business. They were ten things I wrote down when asked “What do you think has helped your business make it for 28 years?” Number one was understanding what your business is in the business of selling. And that’s the subject of this episode. Remember: Most businesses think they sell one thing, while their clientele would tell you it’s something different. Because customers pay for the result of your product, not the actual product.
Kelly Garrett is an Iowa farmer, trucking company owner, Ag influencer and consultant, among a few other titles. He joins me to discuss the four traits of success, adding a fifth — the trait of communication, which he says is God-given — to my list of four character traits successful people possess. He explains how he works with and against his own character strengths and weaknesses to manage his two dozen employees while keeping the ship heading in the right direction.
A decade ago Larry Kreider had just been let go from his second sales job due to a company purchase and restructuring. After working in sales for more than twenty years selling to restaurants and bars, Larry looked into acquiring Z-Place — a well known (but struggling) hometown pizza and chicken establishment. Two of Larry’s advisors crunched the numbers, analyzed the books, and advised him against buying the business, but he saw opportunity. Since then, he has tripled revenue. I sit down with my old neighbor and friend, "L.T.” who explains his approach to employee management, the importance of knowing your costs, the skill of paying attention, and the need to take care of yourself personally.
Shannon Hayes was going to become a professor. She never did so, despite completing her PhD. Instead she returned to the family farm in upstate New York and became her own business person in conjunction with her husband and family. The family sells direct-to-consumer, grass-fed meat along with many other farm-based products. They also operate a cafe, own short and long term rental properties, invest in other small businesses, and a few other things. Shannon has a great story along with amazing advice for budding entrepreneurs or seasoned business owners.
Kyle Stoffel started out selling life insurance at age 21 when he left the family painting and decorating business. Today, he owns Underwriters Alliance of Indiana. His company helps establish and grow aspiring insurance agencies. In this informative and inspiring sit down with Kyle and his daughter Este — who’s been with the business five years — we discuss: business expansion, hiring people you know, working with family, managing personality traits, the power of daily habit, and much more, including tips on being unemotional, retaining younger employees through education, and why not to be a control freak.
Part of ongoing success and longevity lies in your ability to decline less appealing opportunities. In other words, your ability to say no. To put yourself in line for great outcomes, you must be positioned to turn down below average opportunities. Here are five tips that will allow you to decline jobs and leave them for your more desperate competitors.
Peter Evans got his first business lesson — the importance of listening to customers — while working the front desk at a Howard Johnson in Skokie, Illinois at age 16. From working at HoJo, Peter went on to become an accountant working for Deloitte Touche then as a controller for a bank. Then the entrepreneur bug bit at age 34. Peter joined partners to form a hotel ownership and management company until 2001. He now co-owns and co-operates Balar Equipment, a provider and servicer of municipal equipment. Peter shares the lessons he’s learned from his background including: what personality traits lead to success, the struggles managing impatience, the importance of cash flow and capitalization, and why he avoids being over leveraged. Lots of business gold in this discussion.
Every aspiring entrepreneur starts with an idea. Ideas are wonderful things and generally in plentiful supply amongst those of us with a biz forward mindset. In this episode we discuss the (mental) steps of business creation and then cap it off with straight talk about what it takes to succeed. Hint: It’s not complicated but it is personal!
It’s been a challenging year, to say the least, for many small businesses. Beginning in March of 2020, government lockdowns shuttered businesses and altered consumer behavior overnight. Some estimates show 30% of small businesses won’t survive or have already failed due to Covid response. So, what’s a smart, resilient entrepreneur have to do to survive this grenade that’s been tossed onto his or her marketplace? Friend of show, Brad McDonald joins me to discuss just that. We discuss survival strategies, entrepreneur mindset, where to invest money and time during a slowdown, and other habits that’ll help you prosper through turmoil.
Nic DeCastro started his company — LandTrust — because he saw an opportunity based on his own need. He’s two years into piloting the Bozeman-based tech company, and still growing. He shares his entrepreneurial story, the reality of raising money via investors, lessons learned about management, and a lot more wisdom and experiences.
Tom Cunningham left his job as a fireman/paramedic in Lake Tahoe to raise his kids on a farm in Tennessee. After making a few mistakes and observing a few opportunities, his entrepreneurial juices began flowing. He’s the co-founder of Grazr — a startup aimed at making locally raised meat easier to sell, process, and acquire. Listen to Tom explain his vision, his lessons, and what advice he’d give to anyone starting their own venture.
If you’re in business, you’re in sales. More importantly, your success depends greatly on your ability to persuade. You persuade prospects to become customers. You persuade employees to do the work you need done. And you persuade the world that you’re the person or company they should do business with. Todd Thurman joins me to discuss the three rhetorical appeals — ethos, pathos, and logos — and how you can use them for your own success.
When you pilot your own business, the only guarantee is that there will be uncertainty and unpredictability. While those issues are real enough in normal times, the uncertainty and unpredictability is even greater during a pandemic. After a couple restless nights at year end, I came up with five methods to help manage during times of great uncertainty and unpredictability.
We make decisions all day every day when we pilot our own ship known as small business. Sometimes we also make decisions by avoiding them — as I always say, no decision IS a decision. So it goes with those you employ and those you do business with contractually. Be honest: would you re-hire your employees or contractors today based on their credentials? This is a good topic but a hard topic and I was inspired to cover it after watching It’s A Wonderful Life. Many small businesses employ their family and friends who they’re not too keen on firing. But as George Bailey learned, the comfort of keeping your incompetent uncle employed might be the difference between life and death. ↻ In Queue
The more business I do the more I realize how some folks are missing out on the simple steps to success. Like for instance, analyzing desired outcomes before marching into a situation. In this episode we discuss the effectiveness of plotting outcomes and objectives from both your perspective and the customers'. To get what you want, you first need to determine what you want. And to get it, you likely need to achieve a desired outcome for your clients too.
Tab Pierce decided entrepreneurialism was in his future after he said something he wasn’t supposed to say and his employer did what he calls “a layoff of one.” He had success, then went sideways, then downward four years into his businesses operation. Faced with debt of $750,000 — one third of which was to the IRS (which means bankruptcy wouldn’t clear it) he began the build back. Tab shares his story and the story of creating then re-creating Caliber, a cybersecurity company, which is thriving once again. And like all entrepreneurs, the founder has vision to quintuple his company and no plans for retirement even at age 56.
We all manage other people in the act of piloting our business. Some of us manage dozens of employees, while others of us manage relationships with contractors, freelancers, and even family members. So what are we doing wrong and how can we improve our management skills? Face it, you can’t grow and be successful without a certain degree of human management proficiency. Do you know that two thirds of those promoted to management positions fail within 90 days? Ralph Peterson shares the five rules of effective managing and a whole lot more lessons we can all apply immediately.
You’ve heard that half of businesses fail within the first five years. Truth is, many don’t fail, the owners just give up. Piloting a business can be exhausting and stressful. But let’s say you’re past the 5 year window and operating your business like a smooth routine. Watch out! While it’s natural to get comfortable, it’s dangerous to do so. Angie Carel joins me from her new venture — The Upstairs — to explain how she keeps it fresh after fourteen years in business. She shares methods to keep employees from falling into a dull routine. Angie offers ideas on knowing how to roll out fresh offerings to your clients. If you’re in a rut, or even if you’re not, listen to this!
Kevin Smith’s first business venture was a chicken barn he bought off his parents as a teenager. He then started Builder’s Gallery — an architectural mill work company — at age 18. Last year, the 56 year old entrepreneur began his latest project: Reinventing the town of Mt. Etna, Indiana. We recorded this episode from Rustic River Outfitters — a former saw mill he retrofitted into a wine and beer tasting room, events center, and kayaking outfitter. Rustic River is just the beginning of Kevin’s vision for this little town perched on a reservoir. Give this a listen for the rest of the story…along with inspiration and entrepreneurial lessons. New To-dos
Excuses are little fibs we tell ourselves and others. We make excuses because we don’t like to admit the truth or we fear honesty will harm our relationship with friends and clients. Fighting through the excuse option is difficult enough under normal circumstances, but now the pandemic provides endless opportunities for excuse making. Are you using Covid to dodge responsibility or underperform? Are you allowing those you do business with to use the Corona excuse? Listen to this for tips on getting past the convenient excuse of Covid.
To evolve and succeed in an ever-changing marketplace, you will need to change up your offering occasionally. But how do you know what product or service to offer? Launching something new is always a bit scary, which is why many businesses and individuals start by surveying clients. The problem with this: people say they want lots of things, but their actions don’t match their verbal intentions. I’ll tell you how to get past that.
College is a business. The tweed-jacketed faculty may not like to admit it, but it is. And it’s outdated. Bloated employee counts, endless facility expansion, and a cost structure that keeps climbing have been financed by government-backed student debt. But that’s all changing and Covid-19 hastened the pace. As higher learning moves online, the price — and prestige — of college comes down. Add in the reality of decreasing demand due to demographics and the struggle to differentiate and you have a business facing extinction. Bill Guerrero, VP for Finance and Administration at Ithaca College joins me to discuss the business of higher education. Plenty of university-level lessons for your business in this episode!
I’m a huge fan of the Indianapolis 500 but that’s not what this episode is about. It’s about communicating — even when the news is bad — with those you serve. Roger Penske, new owner of the Indianapolis Motor Speedway, sent out a letter that is communication brilliance. It’s personal, emotionally evoking, apologetic, inclusive and hopeful. The best part: it creates a vision that makes race fans eager for the future while also nostalgic for the past. You don’t need to be an IndyCar fan to appreciate this winning lesson.
One rule of business I live by is: Don’t make it difficult for your customers to do business with you. Case in point are service providers who require you — the paying client — to go on their website, fill out forms, jump through hoops, navigate burdensome regulations and criteria, and other tedious chores in order to give you their money. In this episode, I give you examples of small practices you’ve seen from the customer’s perspective and you’re possibly doing yourself as a business owner. Stop!
We all work for other people’s money (as you’ve likely heard me say before). Sometimes the client expects you to care more about their problem than they do. Bruce Turkel, branding and business consultant, joins me to discuss the phenomenon of client-induced crisis, understanding client expectations, and getting to “success” by defining what “success” is for both client and service provider. Clients are people and people are pretty good at telling you what they really value — they do so with their words, actions, and definitely with their spending.
We all lose clients over time. Some grow out of us while we grow out of others. Some seek cheaper pricing, some seek what we simply can’t provide. And some simply die. This is why I constantly preach the value of sales effort and a reinvention mindset. But what about losing customers because we forgot why those customers came to us and we stopped providing what they sought? That’s what’s currently happening in professional sports, which in attempting to promote social awareness might very well be driving away customers who simply tune in for escape. There are lessons here for all of our businesses.
Joel Buzzard grew up around the bar and real estate business. As a young man in his mid 20's, he pursued real estate as a career. Today his three small companies sell, teach, and appraise real estate. Joel and I discuss lessons learned from working in the bar business, the smart use of debt, the ACR's of wealth building, and how managing one’s anger is a key component in business development. And of course, we talk about the reality of problems and change that constantly arise.
People pay a premium for convenience. We know this by simply looking at the convenience store where every item besides lottery tickets is priced at a premium to your average grocery store. Yet, why do customers shop there? Because it’s convenient. Staples advertised the “easy button” because ease and simplification (versus touting the quality of their paper clips) appealed to their small biz person core customer. We’ve been told to "sell the sizzle not the steak." But oftentimes when you get to the real meat of the matter, it's simplicity that our customers want.
A year ago (in episode 25) I visited with Clare Hunkler who co-founded Magneshade in 2008 with her husband Roger. In this episode I sit down with Roger to discuss growth (the RV shade maker is up 45% in sales this year!), adaptation, defending your patents, managing family employees, and the need to stay focused with your horns down in your formative years. Roger’s company has grown every of its 12 years in business with almost no debt. There are a lot of lessons in this episode. Enjoy!
Everyone who plans to start a business believes they’re prepared to do so. Here’s the reality: Even if they are prepared, there are dozens if not hundreds of lessons about to be learned. Joe Santa rejoins me for the Do Business Better podcast (he was on episode 35) to discuss lessons learned after ten years of piloting his own enterprise. We discuss business plans, the need to pay yourself first, when and why to hire people, and the need to protect what you have built. We also talk money and evolution. Pop a drink and join Joe and I — this was recorded after hours in his shop.
A mistake almost all of us make when it comes to selling our product or service: confusing our customers. We do this by providing lengthy explanations, too much industry vernacular, peripheral details that drone on, or simply talking too much about our offering when we should be listening to the client. But the customer asked for choices,” you say. “My clients demand to know the details of what they’re getting,” you lament. Yes, you’re right about all that — customers want details and choices. However, they generally don’t care about the same things we care about and they’re only capable of retaining a few details, not the laundry list you’re likely overwhelming them with. Stop confusing your customers and start selling better — this episode will show you how!
Most people who work in professional sales positions, as well as most small business people, have never been trained in how to sell. If you’re one of those people who hasn’t taken a sales class, I encourage you to read a sales book. In the meantime, listen to this episode of the Do Business Better Podcast where we discuss what sales is and why it matters. Sales in a nutshell is this: Revenue, The Basis of All Business, and the Simple Act of Understanding a Person’s Pain Then Being the Solution. We all sell, but many of us don’t do it well. Listen and watch this episode to improve your view and execution of selling!
As I point out in my book, Do Business Better, unsuccessful people view jobs as a means to make a buck. But successful entrepreneurs look at every job as an income AND learning experience. With that in mind, we’re going back to my days of Cutco sales to share a lesson about appealing to customer feeling the right way as well as understanding customer motivation. Hint: the client likely doesn’t care all that much about your dreams and aspirations — they care about themselves.
Lance Graulich left Wall Street to become a host at TGI Fridays. From there he went on to become a multi-state franchise owner of Wingstop and Krispy Kreme Doughnuts. Lance joins me to discuss the business option of franchising. He explains how to look at buying into franchising, the advantages, of doing so, and the reasons franchise owners fail. He also discusses the option of turning your business into a franchise and how to make that happen.
Jay Hill’s first entrepreneurial venture was growing onions on a small patch of ground behind his parent’s house. He was 16 years old. Since then he’s grown his enterprise significantly. Today, Jay operates three different farming operations, a packaged hay feed company, and a vineyard. Between his own ventures and joint ventures, these companies employ 130 people. Jay shares his approach to planning and growing his business. He also explains his management philosophy — never have more than six people reporting to ownership or management. Jay expands on the lessons learned and things done right and wrong in nearly 20 years of growth.
Too many of us quit learning new moves out of comfort or laziness. But the marketplace continues to evolve whether we stay current or not. Worse yet, competitors adapt to our moves and methods and pass us by. Point: keep learning new moves and adding new weapons to your arsenal.
Louis “Mike” Stoffel picked me to help him hand out cookies to our kindergarten class. We’ve been buddies ever since. He and I have a lot in common: we’re both farm boys from big families who struck out on our own to start businesses in 1994. His endeavor was a landscaping company. He’s been running it ever since. Lou joins me to discuss the lessons from his early years. He discovered getting customers wasn’t the problem but getting the right customers — and more importantly the right employees — was. He provides insights on hiring employees as well as hiring contractors. Lou also explains the problem with the old saying “The customer is always right.” This conversation between two friends and seasoned veterans of self made business promises several tidbits you can apply to your own business.
A couple weeks ago, and a full month and a half into coronavirus-induced stay at home orders, my friend declared every day “Blursday.” He, like all of us, is having a hard time keeping the days straight. The past two months have been a struggle for all of us. I know now why Grandpa Mason had to look at the newspaper to verify the current day, date, and year! But it’s time to regain your focus and brace for the relaunch. In this episode, we layout 5 areas to apply your focus to successfully rebound from the economic shutdown.
If you operate your own enterprise, you’re a leader. Whether you have one employee or a hundred, you can learn how to be a better boss and a more effective leader from this episode. Likewise, we all deal with self doubt as we pilot our own enterprise. The important less is to not allow your self talk to hold you back. That’s where your network can help you weather storms and celebrate successes. Michael O’Brien is an executive coach, author, and speaker. He joins me to discuss what terrible bosses teach us, breaking the cycle of negative self talk, and what 5 things your network need to provide you.
Economics, at its very basics, is about human decision making. Our choices are almost always based on seeking benefit or avoiding pain. In other words, humans do what they’re incentivized to do, whether the incentive is a carrot (benefit) or a stick (pain). So it goes with opinions on reopening the economy — your support for, or opposition to, reopening depends entirely on your incentive. Small businesspeople are more incentivized to get back to work. Whereas those with secure jobs and incomes have discovered “working” from home is a decent gig — less hours, no commute, no annoying cubicle mates, and their income remains the same. In this episode we discuss the very real presence of personal economic bias. Humans generally do what they’re incentivized to do, even if it’s to be unemployed.
Angie Carel is the founder, president, and creative director of IBA Marketing and Design. She joins me to discuss the biggest mistakes businesses make when it comes to their branding and outreach efforts. She knows because she’s been working with companies — big, small, and start ups — for over 13 years. Regardless of your businesses size or success, you’ll get value from this episode. Angie offers real life examples and solutions you can use.
One of many things a career in comedy taught me is the value of what I call “crowd feel.” With the world careening into a COVID-19 caused crisis, your comprehension of crowd feel is more important than ever. Your audience isn’t ready just yet to receive your message. But they will be soon. If you mis-time your approach, you’ll die on stage like a bad comedy act. In this episode I define crowd feel, tell you why it matters, and give you my three tips to properly gauging the mood of the marketplace.
Rubber Products Distributors is an Indianapolis-based company that does pretty much what you’d expect a company named Rubber Products Distributors to do. Their manufacturing customers depend on them for rubber and plastic fittings, grommets, gaskets, tips, and other items found in everyday items like cars, hospital equipment, and semi-trailers. But what do you do when the factories are closed due to a government-imposed economic shutdown? You get innovative, that’s what. Brock James and Matt Campbell join me to explain how RPD moved quickly to become a distributor of personal protective equipment in this time of dire need for masks and gowns. The company, and these two entrepreneurial minded gents, are better for it. They now know they can reinvent as required and do so in less than a month’s time. The bonus: they’re satisfying a need and keeping people healthy.
Brad McDonald is the owner and president of FreightCo, a trucking, transport, and logistics company. He joins me to discuss the coronavirus shutdown’s impact on his business and the economy at large. He explains what the recovery might look like from a supply standpoint. Brad talks about the ramp up and distribution of goods and what to watch for as our economy continues to spiral downward and (hopefully) rebounds. Most of us never thought we’d see barren shelves on America’s store shelves. Then we saw empty toilet paper aisles. Brad discusses the economy from the vantage point of a business owner in the supply chain.
Why Main Street will look like a ghost town and other devastating outcomes of the government's shutdown and "help" of small business. I explain why small businesses matter (they employ half the private sector in America) and why the SBA's Paycheck Protection Program is a failure. It's grossly underfunded, favors large businesses, and shows a complete misunderstanding of how small businesses work and the money they spin off for the good of the economy. And don't tell me about the unemployment option for gig workers — it'll take months for states to ramp that up.
Businesses large and small find themselves suddenly dislocated due to coronavirus. Employees are working from home (well, sort of!). Vendors can’t make personal sales calls. The office is shuttered. And the manager trying to keep the business running amidst “corona chaos,” is losing her mind! Business as usual is not an option. Business failure isn’t either. That’s why you must streamline your methods to manage remotely. Here then are my rules for results when nobody’s in the same room.
Damian explains — without politics — 5 reasons America’s businesses need an expectation on when they can go back to work. So far, our businesses have withstood the challenge of coronavirus. But uncertainty leads to irrational behavior and panic. Without a timeframe to plan around, businesses will begin folding in massive numbers. Government bailouts won’t be enough, and frankly how long can government fund a shuttered economy? The CDC and other medical entities suggest self-quarantining may be necessary for many more months. The CDC also recommends you not smoke, drink, or be overweight among other health practices we choose not to adhere to. It’s time to set a timeframe before there is no economy to come back to!
Businesses — particularly small businesses — are getting rocked by the coronavirus response. Government is instructing citizens to avoid certain enterprises while governors in many states are going a step further and instituting "mini Martial Law." When the government doesn't allow your business to open, you suffer. Damian Mason understands entrepreneurs and he delivers a message of understanding. Watch over the next four weeks as he shares tips, insights, and information to help you navigate the disruption of coronavirus.
Coronavirus is forcing many people to work from home who previously haven't. As a seasoned veteran of tele-meetings (Zoom for client consulting meetings), Damian Mason shares 6 tips to make your teleconferences more productive.
If you’re in business, you suddenly face a marketplace reality you barely had time to prepare for. Your income will likely take a hit. You’ll be forced to make a lot of adjustments at rapid speed over the next few weeks. And, you’re likely to have slack time on your hands that you hadn’t anticipated.
Success — possibly even survival — depends on how you invest your “corona time.” No, I’m not referring to time spent drinking Mexican beer. Although I certainly encourage time for ice cold Coronas, we have work to do first.
Here are five areas to apply your energy while your business is in quasi-quarantine.
If you run your own business - or even if you don’t - it’s normal to feel overwhelmed. From time to time, you just don’t know for sure where you should be allocating your time. This episode will help you prioritize your time based on the return, and will help you better manage your daily activity. If your goal is success, longevity, and less stress over what to do first, use the ROCKY method of task prioritization. Yes, it’s an acronym (sorry!) but it stands for Revenue, Outreach, Creativity, Knowledge, and You. Trust me, it works!
Lisa Hudson has run Fitness By Design with her husband for 29 of the company’s 31 years. She rejoins the Do Business Better podcast to shed light on what it takes to be a good employer. More importantly, she provides tips on how to get and retain good employees. How to hire, how to fire, and realizing when it’s just not working out…. If you have employees, you likely have struggled with all those decisions. My small biz friends (and big biz too) tell me employee management can be a real challenge, and the headaches are massive when it’s done poorly. If you’re an employer or may be hiring someday, listen to this seasoned veteran for tips on how to do it right, and honest answers about what her business has done wrong.
A 2019 Gallup survey found that 43 percent of Americans work from home occasionally. U.S. Census data indicates that 5.2% of U.S. workers — approximately 8 million people — completely worked from home in 2017. Add to that the 15 million people The Bureau of Labor Statistics defines as self-employed and the millions of others participating in the Gig Economy, and you have a pile of people earning money from their domicile. The problem for many people who work from home or aspire to run a homegrown business: bad habits and practices. Here are tips I’ve learned in three decades of operating a home-based enterprise.
My friend Rik Roberts rejoins us on the Do Business Better podcast to provide lessons learned in a successful career comedy spanning since 1991. Rik tells us how to utilize on travel time, why downtime is a productive use of time, and how to capitalize on you and your employees' “zone time.” Rik has made a business out of something where most folks never get beyond open mic night. His tips on time discipline have propelled him, and they can help you. And with Rik you won’t hear any starving artist routine, because he’s not only disciplined with his time, he’s disciplined with his money too. If you want a better return on your time and money, listen to this.
Ruth Gerdes was a young mother with 18 month old twins when she started her own business in 1985. She was married to a farmer who also had an off-farm job to make ends meet. Ruth looked at her farming operation’s crop insurance and decided she could do better for customers like herself. She did. Ruth discusses ups and downs of starting and running her business — The Auburn Agency Crop Insurance Company. She provides lessons about being an employer, success in a small rural town, the need to stay up on technology, and what mistakes she sees other businesses make.
The Waste Management Phoenix Open golf tournament is a festive, well-attended event that some in the golf community deem “too raucous” for their tastes. Maybe it is. There’s plenty of beer flowing, and the music and crowds can be loud. But the tournament markets itself as "the greatest show on grass.” You don’t become the greatest show on grass by being a staid and solemn event — there’s a reason 220,000 people don’t attend croquet tournaments. Some of the professional golfers complain about the “raucous” Phoenix Open and have called for changes to the event. This demonstrates a problem many business people have: they’ve forgotten that they exist to serve customers (fans) not vice versa. Careful what you wish for Mr. Golf Pro, Nike, Titleist, and Ping won’t be signing those hefty endorsement deals if there are no fans watching you work.
I help companies and individuals ReInvent themselves. Many business owners say, “Why do I need to reinvent? My business is thriving.” That may be true but there’s no guarantee success will last forever. Kodak and Sears were both successful companies at one time but where are they now? Customers go away, businesses get typecast, marketplaces evolve. Are you prepared to thrive next year and next decade? In this episode I lay out the reasons we all must reinvent — personally and professionally — and how you can do so.
Ed Nichols is a former Investment Banker with an MBA. He joins us to share Wall Street wisdom we can all apply to our own business. Ed gets it, he’s now an independent business person — actively buying, renovating, and operating rental properties in Chicago. You’ll love the frank talk and lessons from a varied work background and you’ll definitely glean several practical, useful insights you can use to create a life and business by choice.
Chas Wilson is a believer in networking. As a real estate business owner he belonged to a professional networking group for years. Then, after missing a few meetings due to complications with the birth of his twin boys, Chas was dropped from the network.That’s when he decided to start Master Networks — a nationwide organization created to help business owners and the self-employed establish mutually beneficial relationships. Master Networks is also an educational organization with weekly curriculum designed to keep business people sharp. Chas has a lot to offer in this episode, including: the BOND method of relationship building, lessons from starting and running a business, and the peril of being blind to personal resentment.
In early January, everyone is going to do everything with their business in the new year. But…by June…or March…or third week of January, the exuberance fizzles. So, how can you accomplish everything you set out to this year? Truth is, you probably can’t if you’re a business person who thinks like me. You’ll never get everything accomplished because you probably were a little overzealous when you came up with your list to begin with! In this episode I provide strategy for gleaning lessons and building on the foundation of last year. Then we discuss the need for realistic goal setting and how you can set then achieve your goals for a life and business by choice.
We talk a lot about branding in business. As in, what does your brand stand for, what do you think your brand is, and then what do your customers think your brand is? Then there are the questions of “What does my brand look like?” Etienne Sanz de Acedo is the CEO of the International Trademark Association. He joins us to discuss what a trademark is, and how you can benefit and build your business by having one (or many!). In a world with intellectual property disputes running rampant while the internet continues to enable online entrepreneurs, branding is bigger than ever. Do you need to protect or establish the look of your brand?
Maria Pesin was a blue collar kid who always knew she wanted to be rich and wanted to be in business. She started out as a clerical employee, worked her way up to assistant buyer, then eventually was managing and running fashion brands. When Maria struck out on her own 6 years ago, she was managing Jessica Simpson’s apparel product line. Maria shares lessons from the fashion industry we can apply to our own business. She explains the need for differentiation, how to create aspiration for our brand, and how to sell an unnecessary product (hint: almost all of us sell unnecessary things!). Maria even disagrees with me on the value of a formal business plan.
Chris Mittlestaedt wanted to be a writer but with a pregnant wife and a job delivering faxes, necessity forced him to become an entrepreneur instead. He had experience running a business — in college he ran painting crews. So, at age 27 he started The FruitGuys, a fruit delivery business. Chris has an awesome story about starting from scratch and growing a business. Today, The FruitGuys has 180 employees delivering produce to offices throughout the U.S. Mr. Mittlestaedt has never had a business plan, but he’s always been driven by the concept of “vital contribution.” Chris shares his 5 R’s of business vision with us and many more valuable insights.
Karl Mecklenburg played in the NFL for 12 years and was all pro for half of those years. Not bad for a college walk-on who was the 310th draft pick in 1983. Put frankly, the guy was an over achiever. But what does a professional football player do when his career ends in his mid 30s? Karl joins me to discuss how he made the transition from football field to running his own business. He talks about the preparation we need to do now so we can perform when given the opportunity. Karl has brilliant insights about versatility and points out why none of us can rely on pure talent in a marketplace where everyone is talented. You’re going to like this talk!
Jason Hewlett started his career in show business as a Ricky Martin impersonator at Legends In Concert in Las Vegas. Today he is a business speaker, author, and busy father of 4. He’s never forgotten the lessons learned from the showbiz stage. Mr. Hewlett joins me to discuss business lessons learned from a career on stage. He tells us what businesses get wrong, what they get right, and why customers get mad. Jason talks about the promise we all have to our customers and how we can improve on delivering that promise. He teaches us how to look at our business the way a Vegas performer looks at his or her show and how to capitalize on our “signature moves.”
"It’s not what you know, it’s who you know!” “The best advertising is word of mouth.” They’re old sayings we’ve all heard. But what do they really mean for you and your business? Likely not what you or what most people think. At least not on the surface. In this episode we examine two verses in the common vernacular and interpret them for the success of you and your enterprise.
Vartan Seferian was a top achiever in surgical sales, then he was let go by his company. After plotting his next step, he decided to go with his gut and start his own business. 22 years later, his enterprise, Ambassador Fine Cigars is thriving. Vartan owns two retail cigar stores and prospers even in a world of online shopping. Mr. Seferian discusses his early challenges, going “all in,” the art of creating a customer experience through personal touch, and the need for constant reinvention to differentiate yourself from the competition. You’ll glean a lot of lessons from this immigrant high school drop out who’s achieved the American dream.
I was prepared to lay out business lessons from the folks at Maui Jim sunglasses. Then, something interesting happened. My friend Scott McKain (who’s previously been on the Do Business Better podcast) shared an article about Madonna. The aging pop star seems to have forgotten her fiduciary responsibility to her fans. On her recent Vegas performance she showed up four hours late and was less than respectful to her customers. So, just as I was prepared to tell you how awesome Maui Jim sunglasses are and how well they understand customer care, the Madonna example came up for a stark comparison. Some companies (and some singers) seem to forget whose money they work for. Are you respecting your customers and delivering a performance that will turn them into rabid fans?
If you’re in business, you probably have or consult with a CPA. CPAs crunch numbers, they provide business advice, and they oftentimes tell us what we’re doing wrong. So, imagine being a corporate CPA for a large company, then starting your own enterprise. Jennifer Peek of Peek Advisory Group did just that. And like most folks who leave corporate to pilot their own ship, she found out it was harder than she thought it would be! Jennifer joins us to talk about the lessons she’s learned in 9 years of running her business.
In this episode we discuss the downside of listening to the wrong people and how it can harm our life and business. We also discuss who you should seek out for advice, counsel, and feedback and how you can create your own “advisory group.” In running our own business, we often turn to the banker, accountant, and attorney for advice. These are competent professionals who can help our businesses. But be careful — all three of those occupations are defined by playing defense. These folks will help your business stay legal, stay compliant with the IRS, and stay solvent but that may be where their expertise ends. When it comes to advice, my number one rule is this: only take it from someone who’s accomplished what you are attempting to accomplish.
Andy Ambriole had his first business — a pumpkin patch — at age 9. His parents made him pay rent for the 2 acres and rent their equipment for his endeavor. He was keeping records and understood cash flow by age 10. At age 16 he bought a green house and started an organic tomato business. Upon graduating from high school, Mr. Ambriole determined the ROI on college didn’t pencil out. So, he expanded his organic farming business. Which, as he points out, was a business decision — niches are necessary when you aren’t well capitalized. Today, Andy is 31 and farms 1400 acres of organically certified crops. He hasn’t had a “real job” since he was 20 years old. You’re going to enjoy this discussion!
Andy Ambriole had his first business — a pumpkin patch — at age 9. His parents made him pay rent for the 2 acres and rent their equipment for his endeavor. He was keeping records and understood cash flow by age 10. At age 16 he bought a green house and started an organic tomato business. Upon graduating from high school, Mr. Ambriole determined the ROI on college didn’t pencil out. So, he expanded his organic farming business. Which, as he points out, was a business decision — niches are necessary when you aren’t well capitalized. Today, Andy is 31 and farms 1400 acres of organically certified crops. He hasn’t had a “real job” since he was 20 years old. You’re going to enjoy this discussion!
I have 3 beliefs that guide my life and work. I call them the "ivity" principles. They are: Productivity Breeds Productivity. Activity Creates Activity. And, Positivity Inspires Positivity. Three simple statements I say weekly in running my own business and moving the ball forward in my own life. I share the principles with examples in this episode. You can benefit from applying the "ivities" to your own life and work too!
Are you a good listener? Do you listen to your customers? How about your employees? Listening is a skill many people struggle with and it’s costing them money. Oscar Trimboli, an Australian deep listening expert, shares the 5 levels of listening. He tells us how we can improve our listening and why we need to do so. You’ve probably heard the old saying, “most people listen with the intent of responding, not with the intent of understanding.” That’s true but in the smart phone era it’s gotten even worse — people aren’t listening period! Listen to this episode to become a better listener!
If you’ve read my book or seen my graphics on social media, you’re familiar with Angie. Angie is beginning her 13th year in business, and I’m proud to say I was one of her first clients. She started IBA Design with a laptop and a card table working from her rental house. Now she has five employees and a thriving enterprise. She shares with us how she transitioned from freelancer to business owner, the hard lessons learned from firing bad employees, and the realization that no one shares the commitment to your business that you do. Angie has a good story about growth, biz evolution, and how to keep the creativity flowing in your own business.
We toss around the words “potential” and “talent” pretty freely in business but do those things really matter? Is natural talent a real thing and is it the difference between success and failure? The answer is yes, it’s a real thing, and no, it’s not the only difference between success and failure. That’s the talent myth: the misguided belief that success is based solely on natural talent. In reality, most people’s lack of accomplishment has more to do with a lack of drive than a lack of talent. Truth is, you probably have more talent than you’re giving yourself credit for, you’re just not exploiting it. That’s where the Talent Stack comes in — piling up your B+ skills so they all work together. In this episode we’ll tap your talent stack to make you formidable!
What is your business worth? Do you know? Most of us who own and run our own businesses think we know what our enterprise is worth. Many business owners probably have an inflated valuation of their company. If you’re self-employed, your enterprise might not be worth much of anything beyond your tools and supplies. Jennifer Peek of Peek Advisory Group tells us how to value our business and how to make our businesses more valuable. She tells us what mistakes business owners make that devalue their company and how to fix them. Whether you plan on selling your business or not, you can apply the information Jennifer dishes out. After all, who doesn’t want their enterprise to be more valuable?
Mark Stoner started a chimney cleaning business at age 18. He was a factory worker and studying marketing in college. For years he toiled and succeeded as a self-employed business operator. Then he fell off a roof and couldn’t work. While attempting to sell his business, he learned he’d created a prosperous job, but hadn’t built a business. So he went full-tilt hiring employees and expanding his business only to go broke. Ever the entrepreneur, he adjusted, learned from his mistakes, and rebuilt. Today his company, Ashbusters Chimney Service, has 60 employees and is thriving. Mark also consults with other service businesses training them on his methods of growth. He advises them on on how to avoid his mistakes. Mark also owns a metal fabrication business, a chocolate company, and a B-N-B. There’s a lot of blue collar gold in this episode!
If your vision of a hemp business is a stoner standing behind the counter at a head shop, your vision is wrong. First off, there’s a difference between hemp and marijuana. Secondly, the industry is fast becoming big business. My guest, David Hasenauer is a 32 year old army veteran with a law degree, turned hemp entrepreneur. He originally looked at the marijuana industry because states were beginning to legalize weed. More importantly, he saw his fellow military veterans getting hooked on opioids after being injured. Ultimately, Mr. Hasenauer decided hemp, not medicinal marijuana, was the direction to take his business. He raised capital, secured seed growing facilities, and now Greenpoint Research is off and running. The company has 30 employees, 450 acres under cultivation, a processing facility in the works, and is operating between Florida and Colorado. You’ll learn a lot about a budding business and you’ll like David’s approach to creating a business from scratch.
Like everyone, I vividly recall the events of 9/11. The tragedy and the ensuing years of setbacks to my business taught me a lot. With the benefit of 18 years of reflection, here are 5 Lessons of 9/11 to improve your life and business.
Scott Rysdon joined the family business almost 30 years ago; now he runs it. He’s the president of Sioux Steel, a diversified company with 275 employees. Scott shares awesome lessons about what it takes to keep a century old company fresh (craziness and creativity), and how to avoid commodity mindset (implement customer ideas). Mr. Rysdon talks about the need to remain scrappy and nimble when competing with bigger, more capitalized competition. If you have a family business, or if your goal is longevity, the takeaways from this conversation are gold. Among other things he says: don’t give family members special treatment, and make them go away for 7 years before they’re allowed to join the company.
A critical element of success both personally and professionally, is cultivating the right support system. But support often isn’t what some of us think it is. In this episode I explain the three types of support and why you need each: truth & critical feedback, accountability, and backing when your back's against the wall. We also cover the difference between support and enabling and coddling behavior. None of us are an island — we work with and for other people in a society made up of people. The people you choose to surround yourself with have a big influence on who and what you become. Listen to this then cultivate your own amazing support system!
Katherine Liola is a Washington D.C. area financial advisor. She’s owned her own firm for seven years. She joins me to discuss money, financial habits, and the bigger picture of why we do what we do. Our relationship with money has a lot to do with the joy we have in life and in our work, Katherine points out. She’s a certified financial planner but in some ways she’s a counselor, delivering what she terms Behavioral Financial Advice. You’ll get some perspective on your life and business in this episode to help improve how you view and handle money.
Indianapolis Colts star quarterback Andrew Luck shook the sporting world recently by announcing his retirement from football at age 29. Reactions varied from shock to anger. My reaction, however, was to think about the decision we all must make about when and how to walk away from the game. In this short episode, we outline three takeaways each of us can apply to our own life and career. We’ll cover the difference between money and lifestyle, the courage needed to make unforced decisions, and what retirement looks like. There’s even an extra point at the end. Enjoy!
If you’re in business, you undoubtedly deal with a bank. What does your relationship with your bank look like? Have you ever thought about your business from your banker’s perspective? In this episode I sit down with my banker to discuss what businesses get right and wrong when it comes to money and banking. You’ll enjoy this candid conversation with Michael Zahn, CEO and president of First Federal Savings Bank. He explains how to use your bank as a business partner, and how to prosper for the long haul by understanding the difference between wants and needs. As Michael says, he’s not in the loans and deposits business, he’s in the dream fulfillment business.
Like it or not, you’re involved in the media. If it’s your objective to do business better, you should learn to use the media to your advantage. This applies to all of us, regardless of industry. And, the media is everything from social media to print to radio to TV and various online formats. There are several media scenarios a business owner could face. You may be contacted by your local news outlet with questions like this: "The company just like yours in Toledo had this problem, what are you doing to keep it from happening here?” Or, you might be sought out as the local expert on a national story. Within your own industry there are likely trade publications looking for content. Wouldn’t you make a good resource for the trade media? Nicole Hahn is a former television news director now working as a freelance PR advisor. She joins us to teach us how to better manage the media, interview dos and don’ts, and how to appear as an expert in any media.
While on a hike a couple months ago it hit me: we’re all guilty of saying we “do” what we more accurately “did.” We say we “go” to the gym when the truth is we haven’t exercised since the New Years resolution wore off around Groundhog Day. “Went” to the gym would be more accurate. We say we “do” things that are personally and professionally positive not because we’re liars, but because we get distracted. The degree to which you give yourself credit for doing what you more realistically did has a lot to do with your success. As I stare down the next 25 years of running my own business, I’m taking a more critical look at my business habits. After all, we are the result of our daily habits. Analyze your daily habits. What do you no longer do that you once did and should be doing once again? Did is not do!
Lisa Hudson, co-owner of Fitness By Design, an Indianapolis-based personal training business joins me for an encore. She was my guest in episode 3, celebrating her company’s 30th year in business. In this sit down, Lisa and I discuss what businesses get wrong, and how to avoid those mistakes yourself. We talk about the value of creativity, lessons on working smarter, and how to successfully work alongside your spouse for three decades. If your business sells a product or service that isn’t an absolute (and trust me, you probably do) how do you separate yourself from the competition? Lisa will tell you how, as well as offering other great advice you can use to Do Business Better.
Joe Calloway is the author of over a half dozen books. His latest work, The Leadership Mindset discusses the habits of those who are successfully in charge. Joe knows because he works as a consultant to the leadership of companies. His clients are already successful but want to be even more so. If you run your own business or aspire to someday, you’re going to be or behave like a leader. Some of the recommendations and anecdotes Mr. Calloway shares with us in this episode might surprise you. Things like: take action, take on more risk, stop trying to be different, simplify then simplify again, and above all – always create value for everyone involved. This is a fun discussion with a friend of mine – you’ll enjoy it!
Howard Berg is the World’s Fastest Reader according to the Guinness Book of World Records. He joins us to teach us how to read faster and comprehend more of what we read. Maybe you’re a fast reader, maybe you’re a slow reader (like me), the main thing is that you keep reading. Because in business and in life, knowledge is power. Most non-readers say it’s a lack of time that prevents them from reading. If that’s the case—although it’s generally just a flimsy excuse—this episode teaches some techniques to speed up the learning process.
This month marks two milestones: I turned 50 and completed 25 years running my own business. Depending on your age, 1994 may or may not seem like such a long time ago. It was July of ’94 when I handed my resignation letter in to Cooper Industries. A lot’s changed since then. The lessons keep on coming — running your own enterprise is a learning experience! In this episode I share 5 Lessons you can apply to your own life and business to make them both prosper!
Bill Zimmer started selling siding as a 17 year old high school student. At age 23 he opened up shop as a home improvement company, mostly selling aluminum siding. His company morphed into replacement windows and eventually sunroom and patio enclosures. If you don’t live in the Midwest, you might wonder why anyone would enclose their patio. Hint: it’s because of winter. Now at age 66 Mr. Zimmer is still going strong and on pace for a record year. He shares his story, lessons learned, ideas on how to position through proper marketing, and how to avoid selling on price. The big piece of advice from 43 years of success: Don’t get too excited when things are up or down because they’ll always turn the other direction.
In business we’re constantly seduced by what is flashy, new, and different. While marketplaces change, and we certainly must adapt, certain fundamentals of success never go out of style. In this episode we discuss the allure of chasing four hour work weeks and promises to “10X” your enterprise. Unfortunately, we sometimes abandon the fundamentals of success because we’re seduced by these flashy concepts promising the easy way to riches. But business basics work for the long haul. And isn’t that what you’re really pursuing, prosperity and longevity? You attain that through paying attention to the fundamentals and executing them with excellence.
We’ve all heard the old saying, “The only thing constant is change.” If that’s so (and it is), why are humans so reluctant to embrace change? Is it laziness, fear, lack of resources? Randy Pennington is a business consultant who helps individuals and organizations navigate change. He joins me to discuss strategies you can use to prosper through adaptation. Randy poses two important questions: What else and what next? (We expand on that and then some!). In this episode you’ll glean tactics for reinventing so that your business can attain success and longevity.
Kenny Chapman was working at a lumberyard when he bought his first business. He’d been to college for one semester, where he learned college wasn’t for him. He then served in the military, where he learned discipline and a few things about himself and his business personality. The 23-year-old lumberyard attendant knew he wanted to be a business owner. So, he bought a drain cleaning business off one of his customers. At the three year mark, Kenny almost threw in the towel, but he got some frank feedback that changed his outlook AND his business. Mr. Chapman went on to buy heating and cooling companies, then plumbing businesses. Mind you, he’s neither a plumber nor an HVAC technician! Today, Kenny operates the Blue Collar Group — a training and consulting business for service providers in the construction trades. He shares lots of lessons and a few stories you can benefit from!
Joe Santa quit his high school athletic director job at age 49 to get into the awards business. This business would be easy, right? After all, we live in the “every kid gets a trophy” culture. Each season Joe saw a truckload of awards handed out to student athletes. Plus, he knew the decision makers who purchased recognition items. Easy business! A year or two in, the reality of running one’s own enterprise set in for Joe. Turns out, it was more difficult than he’d envisioned. His contacts didn’t immediately drop their vendors to become clients. Some items he thought would be a slam dunk, weren’t. And operating a retail storefront was a distraction from sales effort. Such is life, and the learning curve for all who embark on their own endeavor. Mr. Santa is now in his ninth year and growing. He knows now that - when it comes to running your own business - trophies aren’t given out for participation! You’ll enjoy this frank discussion and the lessons.
In August 2018, a Gallup Poll found that 36% of America works in the Gig Economy. That's the new term for self-employed freelancing and it applies to 57 million American workers. So what does it take to succeed in self employment? Damian Mason shows you how — he was successfully navigating the Gig Economy before there was one!
Michelle Klieger didn’t think she’d be running her own consulting business five years ago, but those who knew her did. Michelle is a well educated (BS, MS & MBA) young woman who was traditionally employed until a year ago. What has she learned about running one’s own enterprise in her first twelve months? She’s here to share! From marketing methods that worked, to social media successes, to setbacks on her revenue goals, Michelle paints a picture of life in your first year as an independent service provider. She also provides some insights everyone can use from the seasoned veteran to the aspiring entrepreneur. We’re all pulling for you!
Scott Massey was a student in Mechanical Engineering Technology when he had an idea to help people more efficiently grow their own vegetables. His internships working with NASA and building low income housing had taught him about hydroponic food production and the need for healthy vegetables when they’re otherwise unavailable. So he and another student started their company - Heliponix - while they were still in college. Today the company has 5 employees, some outside investors, and big vision. If you’ve heard negative commentary on this nation’s crop of 20-somethings, Mr. Massey will make you think otherwise. They’re doing some cool stuff with technology, and they might just change food production and consumption habits.
If you own and run your own business, you’d like to think there are differences between you and your competition. What are they? If you tell me service, I’ll promptly call B.S. Every business believes they deliver above-average service. So what is it that truly sets you apart from others in the marketplace? Are you set apart from others in the marketplace? Because if you’re not, you’re very easily commoditized by your customer base. When that happens, price is the only determining factor — and you can never win by being cheaper. Scott McKain joins me. He’s the author of "ICONIC: How organizations & leaders attain, sustain, & regain the ultimate level of distinction." You’ll love Scott's real world examples that you can apply to YOUR own enterprise. You’ll also get great takeaway value from Scott’s analysis of the 4 Cornerstones of Distinction. Be distinct!
You’ve probably been told a lot of things in your life and career that are inaccurate. Stuff like “Build a better mousetrap and the world will beat a path to your door.” That’s not true. Because the world may never hear about your mousetrap, because you have no marketing concept. Or maybe you lack financial discipline to promote your mousetrap, or you haven’t the business savvy to ramp up production of the mousetrap. While I commonly say success is simple (but not easy), I’ve never said it is as simple as building a better mousetrap. David Avrin, author of “Why Customers Leave” joins me to discuss mousetrap wisdom, the entrepreneurial myth, and what it takes to succeed in business. You’ll learn a lot and…you’ll really like the frank discussion!
Ford Motor Company recently announced their intention to eliminate 7,000 salaried white collar employees. The next week’s news featured multiple stories about the steady decline in “first jobs” as they’re being replaced with technology. This is the march of the marketplace, and you’re not going to change it. What you can do: adjust to the changes to prosper in the Gig Economy. A 2018 survey predicted self-employment would triple by the year 2020. Even if they’re only half right, we’ll still double the ranks of the self-employed, which now count at 15 million. Business ownership and self-employment will continue to increase out of economic necessity — the economy constantly evolves. In this episode, I lay out three prosperity habits every business operator should implement. Please share this episode with the budding entrepreneur in your life!
Chuck Homier chucked his accounting job within about six months of graduating from college. Then he rejoined the family auction business and took off on his own entrepreneurial trail with truckload sales. Though the 1980s, 90s, and early 2000s, the business flourished. At one point Mr. Homier’s enterprise employed 450 people. Then things changed with what he calls “The Millennial Depression.” For several years beginning in about 2005, his enterprises struggled, and he "bled money like a stuck pig.” Ever the entrepreneur, Chuck fought back, made the tough sacrifices, and now he’s onto his next venture: fashion closeout sales. At age 65, in partnership with his daughter, Chuck looks at things differently than he did as a young business owner. You’ll learn a lot in this lively discussion!
Barry Aycock started a cotton scouting business at age 18, walking fields for farmers to make recommendations on crop treatment. In 1999, Barry started AgXplore, a crop inputs business, now doing $50 million in sales. Barry stepped away from day to day operations of that business this year to free up time for his other entrepreneurial ventures. They include: two nursing homes, two restaurants, two cotton gins, two meat shops, 15,000 acres of farmland, and a partial interest in the “G” League team affiliated with the NBA’s Dallas Mavericks. Mr. Aycock…. technically, Dr. Aycock, because he has a PhD, (although he claims brains aren’t the most important element to business success) provides his insight on what it takes to achieve success and longevity. He’s never had a business plan and he doesn’t wake up early but he embraces risk and relies on perseverance.
Most of us - even entrepreneurial types - have a tendency to get comfortable. The problem: comfortable becomes complacent and complacent becomes outdated and outdated becomes out of business. Thom Singer joins me to talk about knowing when to pivot your business and your product offering (hint: it’s usually before it’s apparent). We talk about the paradox of potential and how too many people never tap into their talent, usually because they’re comfortable. You’ll like the conversation with Thom, he is a sharp guy who used to be in marketing until a decade ago when he started his own enterprise. He’s also the host of the Cool Things Entrepreneurs Do podcast. Credit where credit is due: Thom practices what he preaches. He makes himself uncomfortable by performing open mic nights at comedy clubs (and he’s not even a comedian!).
Clare Hunckler learned how to sew out of necessity — she grew up in a family of 14 children. In 2008 she operated a small (verging on hobby) sewing and drapery business along with her sister. Then everything changed. Clare's husband, Roger, was in the business of selling RVs. The expensive, high end sort of RVs. The sort of RVs that no one bought when the Great Recession hit. Necessity strikes again. Roger approached Clare with an idea for an improved sun shade for recreational vehicles. A shade that didn’t require screws, window holes, or ladders. Clare set to work immediately at her sewing machine, and created the first prototype. Their first customer, as luck would have it, also became their first salesman. Today Magneshade is thriving. You’ll love listening to Clare and Roger’s story. This episode has tons of ideas you can use when necessity changes your business.
You may or may not like selling. You may even be uncomfortable selling. But if you are in business, you are in sales. Period. Without sales, there is absolutely zero demand for your product or service. Larry and I both come from sales backgrounds. In this episode we de-mystify sales and give you usable, practical tips on how to improve your salesmanship(or sales-womanship!). We also discuss the biggest mistakes most business owners and salespeople make. We close out with simple methods to sell better — it’s all about painting a picture of the result and eliminating pain. Before you write off the importance of sales, remember this old saying among peddlers, “If nobody sells, a terrible thing happens: nothing!”
Dale Lillard left his steady, secure job with Motorola in the 1980s to work for Lansdale Semiconductor — a much smaller company that was losing money. He was a 29 year old electrical engineer and his wife thought he was crazy. What’s crazier? Within six months Dale was named president of Lansdale. Seven years later, he bought the company. Mr. Lillard had an idea to grow sales and revenue based on his background in collector cars: why not build replacement and repair parts for old equipment? Lansdale does just that. They supply electronic components for older military and consumer equipment. You’ll get ideas you can use from this seasoned business owner — from understanding cash flow to how to navigate tough times to changing the terms of an agreement when there is no contract.
We oftentimes hear people described as having “money problems.” Only problem with “money problems” is, there’s no such thing. Money is an inanimate object created by humans. Money is a system of exchange and a means of assigning value. Money is not emotional — it has no problems. Humans have the problems, and they exhibit those problems through money. In this episode we discuss overspending, why people do it, and how you can avoid it. Whether you are a money-minded person or not, make money your friend. Healthy businesses and healthy businesspeople have healthy relationships with money.
NIck Horob joins me again to keep the discussion going. Nick founded his own software company in 2015. Like many entrepreneurs, he’s endured a couple of setbacks but those setbacks set him on his path to success. In this episode, Nick talks about building an audience and a business through new marketing (it’s not the old days of commercials and blatant advertising!). We discuss the importance of vision in creating a thriving enterprise. Nick talks about his disdain for details and processes (a common entrepreneurial trait) which brings up the need to manage one’s business personality. After listening to this episode, you’ll better understand your own traits and business personality…and that’ll help you do business better!
Nick Horob isn’t a technology guy by nature or by training. But he saw a need in the marketplace and started a software company. At the time, he was barely 30 years old and comfortably working as a self-employed Agricultural Business consultant. He invested his own money to hire software development. It flopped. So he doubled down and reinvested the last of his money. It flopped too. That’s when he decided to design his own software then educated himself on how to do so. It worked. And that’s when Nick had to decide, “Am I a consultant or a software business owner?” Nick’s company, Harvest Profit, is in its fourth year and growing nicely. If you’ve failed at your first or second attempt, you’ll really like this interview.
Too many times we chalk up failures to a lack of talent but is talent truly the culprit? Oftentimes it isn’t a lack of talent, it’s a lack of drive and determination that causes us to fail. In this episode we define the Talent Myth and discuss the role of tenacity in personal and professional success. Maybe Tiger Woods was the most talented golfer at this year’s Masters Tournament but he didn’t prevail because he was the most talented, he prevailed because he was the most determined to win. His comeback is something we can all learn from in our quest to do business better.
Most people don’t think of comedy as a business. Even some who work in comedy don’t. But to be good and to earn a living for 28 years in the industry of humor, you darn sure need to view it as a business. Rik Roberts does just that. Rik is a friend, funny man, and humor entrepreneur. He speaks, teaches comedy classes, hosts podcasts, and prolifically writes and produces comedy. He joins me to discuss the value his farm work ethic has had in shaping his career. Rik tells us what pizza delivery taught him about the business of comedy. He tells us why you can never get comfortable if you want to be successful — he once lived in the attic of an old house he rented, which inspired him to book comedy gigs on the road so he wouldn’t have to stay there! He wraps up with lessons from comedy anyone can use, even a Subway sandwich maker.
Ken Walls is the founder and CEO of Client Solutions Innovations, a social media and internet marketing firm in Ohio. Ken helps his clients — businesses and self employed people — be more visible so they can prosper. He also does some speaking and writing and he hosts the Breaking Through Walls podcast. Ken started CSI with a $20 loan and a swift kick in the pants from his friend who said, “You can’t sleep on my couch anymore; it’s time for you to move out and figure it out.” If you run your own business and have been through your share of highs and lows, you’ll love Ken’s story. He’s been through it all, and he shares the lessons of success, failure, substance abuse, sobriety, mistakes, and smart choices. You’ll also get some useful suggestions about marketing your own business.
Ken Walls is the founder and CEO of Client Solutions Innovations, a social media and internet marketing firm in Ohio. Ken helps his clients — businesses and self employed people — be more visible so they can prosper. He also does some speaking and writing and he hosts the Breaking Through Walls podcast. Ken started CSI with a $20 loan and a swift kick in the pants from his friend who said, “You can’t sleep on my couch anymore; it’s time for you to move out and figure it out.” If you run your own business and have been through your share of highs and lows, you’ll love Ken’s story. He’s been through it all, and he shares the lessons of success, failure, substance abuse, sobriety, mistakes, and smart choices. You’ll also get some useful suggestions about marketing your own business.
Resilience is one of the 4 Unwavering Traits of Entrepreneurial Success. So, if it’s a trait, is it learnable? I say, yes it is – to a certain degree. The catch: the only way to strengthen one’s fortitude and become resilient is to go through the pain of adversity. Setbacks and failures make you stronger, but only if you use the failure as a lesson and motivation. If you disagree with me on whether or not resilience can be learned, that’s fine. Just realize, it’s the most critical trait to success and longevity because the world will knock you down. This is true for teams, businesses, and individuals. Resilience is your bounce back factor. In this episode, you’ll get information and motivation on how to be more resilient.
Scott Reust is an attorney, business operator, and one of my best friends. While you may not at first think of a lawyer as a business owner, he is. With a half dozen or so employees to manage, revenue, real estate, and the constant need to bring in clientele, he’s in business just like all of us. We discuss what traits and habits have helped his business succeed, the importance of properly handling legal work throughout one’s business evolution, and what mistakes mature businesses make and how to prevent them. Stay 'til the end of this one because Scott dispenses some of his best advice when he talks about how to work on the business versus working “in the business” and why it’s his goal to drop ten percent of his clientele each year.
Crystal Washington quit her job 12 years ago after her boss thought her idea to utilize social media to market their company was silly. As we all know now, it wasn’t a silly idea. Today,Crystal advises organizations on how to effectively deploy and employ technology to their benefit. What you’ll like about Crystal is that she’s not the sort of techie person who overwhelms you with jargon and complex laundry lists of the latest innovation. Instead, she gives simple, usable instruction on how you can do business better through technology.
As an entrepreneur or creative business person, one of your biggest struggles is communicating your vision to a vision-less audience. Innovation may be rewarded and highly touted on social media platforms, but it’s generally resisted by the masses. At least at first. Why? Because change induces fear and fear is a base human emotion that kept us from being eaten by Saber-Toothed Tigers as cave people. To succeed, we must understand elements of the cave person brain still rule us. Especially when it comes to acceptance of ideas and products that are new and different. In this episode you’ll learn simple methods to "familiarize the foreign.” Meaning, how to profit from your brilliance and get past rejection of your creative concept.
Most of us don’t like to admit we procrastinate but we do. Sometimes it’s worse than procrastination, it’s full blown avoidance of that which needs attention. In this episode we discuss the difference between procrastination, which means “to defer action,” and avoidance, which is "to prevent from happening.” None of us want to prevent our success and happiness from happening! I outline three tips on how you can avoid avoidance, tackle those items you’re delaying, and overcome that which overwhelms you. Because, it’s usually the overwhelming and the uncomfortable that we put off….and ultimately avoid, to the detriment of our business.
Jackie Harris decided in her early 30s she could do business better by doing business for herself. So, she quit her job with Verizon and started an Allstate Insurance agency. If you're asking, “what can I learn about business from an insurance agent?” I’ll tell you what: a lot. Like every business owner, Jackie manages money, clients, employees, and her own mental and physical health. She’s grown her business by about six times in six years. Not bad, eh? Jackietells us how (and why) we must always cultivate new clients. And she delivers with great candor how she applies creativity to break through the perception of insurance as commodity.
Kenny Abbott quit his sales job at age 26 because he was unsatisfied with the compensation arrangement. He leveraged a personal loan against his automobile - the only thing he owned - to start his own business. He’s now in year 6 of running his own company, Noble Painting. Kenny defies the cliche about lazy Millennials living with their parents. In fact, he employs his parents! Employs his brother too, along with a couple dozen other people. Mr. Abbott shares tips to success you can use such as: keep a handle on marketing expense, don’t expand faster than you can handle the work, and always take time for business self reflection. Sound simple? That’s fine, Kenny says it’s good to keep it simple. He also says, “when people say you’re working too hard, don’t listen to them.”
Jim Ostrom and his two partners founded Milksource in the mid 1990s. Since then they’ve expanded and diversified at an amazing pace — from a 180 cow Wisconsin dairy farm to 42,000 cows on farms in four states! The company also operates a 4,000 head goat dairy farm and owns stakes in three cheese companies. Milksource is big. But Mr. Ostrom doesn’t define success by bigness. Jim shares his definition of success and winning, why culture is so important and the need for vision within your organization.
Everyone has a reason for why they’re not doing business better. Problem is, they’re not really reasons. They’re excuses. In this episode we discuss what I call "The Myth of Inadequate Resources" — the delusion you are unable to accomplish something because you lack the proper tools. Successful people don’t make excuses. If you seek a life and business by choice, start by eliminating your excuses. Is it really a lack of resources that’s holding you back or a lack of effort? Give this a listen to find out!
A conversation with a guy who’s started 15 companies Rob Saik, is a serial entrepreneur with a lot of lessons to share from his journey. He’s started 15 companies. In December of 2018 he closed out the sale of his most recent company to a multinational corporation. Rob and I talk about a lot of things in this episode including: Why empathy is the fifth trait of success, the importance of self analysis, how to break down big initiatives into 1% moves, and why you must be brutally honest with yourself to succeed as an entrepreneur. Lots of gold nuggets here along with some recommended reading.
Joel Block is a venture capitalist and hedge fund manager. Which is to say, he’s a money guy — kind of like Shark Tank, but for real. Joel joins me to talk about the reality of money. Too many people who dream of piloting their own business go into it without a proper understanding of how money works. Joel shares some solid money wisdom you can use to keep your financial ship sailing forward. Such as: Money is invisible. Too many people look left when the money is to their right. And, perhaps the tip you can best benefit from - When it comes to money, everything is rigged. So, how can you “rig” the money in your favor? Listen and find out!
Larry Winget is a 6 time New York Times / Wall Street Journal best selling author, business speaker, and a friend of mine. He and I discuss what business people get right and wrong and give you tips on keeping your ship righted. If you’re just beginning your entrepreneurial journey, Larry has some excellent advice for you (hint: it involves defining what a business is and firmly understanding what problem you are in the business of solving). As Larry says, “your business profitability will be in direct proportion to the problem you solve.” Lots of great wisdom in this episode!
Fitness By Design is a gleaming and modern Indianapolis-based personal training facility. FBD is in it’s 30th year of business. This is quite an accomplishment in an industry saturated with national chains, YMCA’s, and various other workout facilities. Then there’s the various fitness fads from yoga to kickboxing to Crossfit, not to mention the reality of fitness: most people don’t even exercise! So, how does an independent fitness business not only survive, but thrive for three decades? Co-owner, Lisa Hudson will tell you how. The best part: you can apply her lessons to make YOUR business thrive too!
Bruce Turkel ran his own Advertising agency for over 30 years. His clients include Bacardi Rum and the city of Miami - he knows branding. Bruce also knows business and he knows where most businesses screw up. That’s why I have him on the show — to show you how to not screw up your branding outreach. Turns out, most of us talk about our function, meaning: we tell the world what we do. But in a world where function is the cost of entry, that’s old fashioned. Bruce delivers some great advice and methods that’ll help you Do Business Better, including: Understand your consumer, appeal to your consumer’s aspirations, and above all else- make your brand All About Them.
What kind of business owner would tell you you don’t need a business plan and and to avoid perfection? The kind of business owner who sold his company for lots of money and is now retired. Geoff Cubitt joins me to discuss his philosophy on building a company, why you don’t screw over customers, and why you must always move boldly. Geoff was an engineer and an employee, then a partner, then an owner. He and his company - a digital agency - not only survived the Great Recession, they grew through it. This episode won’t dispense the usual business school advice on achieving success. And that’s just why you should listen to it!
I invented this podcast for you: the entrepreneur, business owner, solopreneur, self employed striver, or business person who wants to do it better. By better I mean more profitably, more happily, and for as many years as you choose to do so. That’s what doing business better is all about to me. I quit my Fortune 500 job in 1994 to pursue a life and business by choice. All these years later I’m still driven by my original “why” that made me resign from corporate America: to be rewarded financially for my accomplishments and to be more creative (I was selling lighting fixtures, so to be “more creative” than that was a pretty low bar, admittedly!). In the episodes that follow you’ll find usable, practical ideas and insights you can apply to your own business. We’ll have great discussions with people who actually know what they’re talking about because they’ve "been there and done that," as they say. Thank you for joining me here. I promise to deliver something of value and we won’t waste your time. Because I know you have business to do and I’m here to help you do it better.